Presenting competition as a viable alternative leverages price differences and can yield favorable terms from Sungard Availability Services. By informing them of quotes from competitors or similar services available in the market, you can reinforce the need for better pricing or added value. Make sure to highlight the functionality comparison to strengthen your case.

If you're facing a significant rate increase from your renewal, emphasizing budget constraints while reducing your scope can be an effective tactic. State clearly that the budget does not allow for the proposed increase and that previous contracts should be honored with a flat renewal rate, especially since your usage may have changed.

Addressing overage fees during renewal conversations can lead to those fees being waived or significantly reduced. Reference your past usage and reinforce that any increase in expected usage should not result in substantial additional fees, particularly if the current contract needs adjustments.

Emphasizing the removal of auto-renewal provisions due to finance team requirements can strengthen your negotiating position. It ensures flexibility and gives you more control over future discussions regarding contract terms, making it clear that lack of manual control over renewal is not accepted.

Using your willingness to participate in case studies or reference calls can leverage additional discounts. Indicate that you are open to this opportunity, but would like to see favorable pricing in exchange for your participation as it ensures mutual benefit.